5 B2B Sales & Marketing Leaders Share Their Epic Fail Stories in the Spirit of FAILFAST17

"I've missed more than 9,000 shots in my career. I've lost almost 300 games. 26 times, I've been trusted to take the game winning shot and missed. I've failed over and over and over again in my life. And that is why I succeed." - Michael Jordan

As our sales and marketing event, FAILFAST17, nears closer on June 15th, we thought it'd be fun to share short epic fail stories from other B2B sales...

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Marketers: 3 Free Visual Design Tools You Need to Use

Why Do Images Matter in Marketing Content?

As we talked about in our post on mastering marketing images, content is king in the world of marketing. But every piece of content – blog post, white paper, ebook, social media post, case study, etc. – all need that visual draw that catches an eye before someone even knows what the content piece is about. Something that makes them click on it, over...

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Join us at FAILFAST17 - Let's Talk Failure


We can all agree that listening to people share epic fails is far more entertaining than hearing their success stories....of course, both have their place...but why not celebrate failure as much as success? Failures are often the building blocks that make up any great success. That's why Consensus is hosting a sales and marketing event dedicated to sharing, and learning from, our failures

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Hell in the Hallway: How to Make Faster Decisions

"Where are you?" my wife said, waving her hand in front of my face. "Where did you go?" Well, to answer her question, I was lost in the labyrinthine paths of a difficult decision I had to make--whether to lay off some of my beloved team members at the tech startup I’m running.  I focused for a few minutes on what she was saying, but as soon as she finished, my mind snapped back, like a spring...

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CEB: The Six Shifts Behind the Digital Transformation of Business

"Avoiding change, though, is impossible. And these next few decades will be an era of sweeping change. One of the biggest and most disruptive forces behind all this change is digitization, and the faster companies stop resisting and work out ways to take advantage of it, the more likely they are to still be operating 15 or 20 years from now." - CEB

Times are a changin'. CEB recently shared...

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Buyer Enablement is the New Sales Enablement

What is B2B Buyer Enablement and how does it differ from Sales Enablement? Well let's start with the obvious - Buyer Enablement focuses on the buyer and their needs, whereas Sales Enablement focuses on the sales rep and their needs. But if you're trying to close a deal, the only one with full control over the sale is the buyer - so shouldn't we be focusing on their needs the most?

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Stop Wasting Your Gifts by Doing Mindless Repetitive Demos

I remember the moment I began to envision what eventually became Consensus. I was running my last tech startup, selling B2B software, and I had just finished six straight demos, back to back with no interruption. I was exhausted and thought, "I just did the same demo over and over, except that I modified it on the fly based on prospect input. There has GOT to be a way to automate this!"

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Navigating Decision Dynamics Along The Customer’s Journey

"Adaptive fluency is what makes the difference between good and great in these different situations: salespeople’s ability to quickly adjust their activities, behaviors, messages, and strategies when situations are new, changed, or becoming even more complex." - Tamara Schenk, CSO Insights

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How to Sell to a Complex Buyer

Overcoming group buying dysfunction and enabling your internal champion to sell are the most important topics for us at Consensus. On that note, CEB recently hosted a sales leader conference where Jill Konrath, Lori Richardson, Brent Adamson and Nick Toman got together to discuss the complexity of selling to today's buyers. Because we can't resist sharing insights when some of the best minds...

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Group Buying Dysfunction - Not Just a Sales Thing

Do you know what’s the biggest roadblock facing B2B sales today? Group buying dysfunction. It is dragging out sales cycles for months and months, or worse - results in a ‘no decision’ deal, where your customer decides they’d rather just stick to the status quo. If you’re in marketing, you probably think you have no control over group buying dysfunction; seems like a sales problem. Your job is...

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